5 Tips to Improve Your Sales

Here are 5 quick tips for closing more sales

1) Prospect consistently. When you see more people you’ll almost always close more business. Most reps I work with have way too little activity going on and they’re hoping that each of their prospects will close. Prospects don’t ALL close but a certain % will. By seeing more prospects you increase your odds of closing business.

2) Know your metrics. There is a “right” amount of prospecting activity for each of us but if you don’t track your activity, and know your metrics, you may be doing too much or too little. By doing the “right” amount of activity for you, you’re virtually guaranteeing you’ll achieve your financial goal. (quota)

3) Ask more Questions. Most salespeople dump information all over the prospect but the real key to selling is to ask better questions and listen to the answers. In fact, if you ask the right questions and listen to the answers, your prospect will tell you everything you need to know in order to help them become your customer.

4) Negotiate more effectively. Always negotiate from a position of strength (By having lots of prospects in the pipeline no one deal is going to make or break you. You can only negotiate effectively if you can walk away) Most salespeople see negotiating as war…we either win or we lose. Smart negotiators look for a win-win. Instead of coming from “How can I win on this negotiation” come from “What can we create together so that you’re happy and I’m happy.” Always come from trying to help your customer.

5) BNAS. Always get a Best Next Action Step. This means you don’t leave a meeting (or phone call) without setting up the next meeting. (or phone call) When someone meets with you, then agrees to meet with you again, they’re telling you they’re interested. I like working with interested prospects and avoid doing much for those who prove they’re not really interested by not giving me a next meeting.

Make it Happen!